Tips of create urgency on sales. 1) Really understand your potential customers pain point. 2) The potential customer thinks they can do it on their own. (Maybe from the sales person revealing too much and empowering the buyer). 3) Follow-up quicker. 4) Close more often. 🔥
Hey Will, I have a question! You make a lot of great points here but could you take off the B2B and phone call selling skills and add more DIRECT sales skills in your future videos? I'm a sales professional in a Vendor style setting, at retail locations, storefronts, events, festivals, etc. So the skill of stoping and closing is a bit different then "step 3" here. Do you have any experience with creating sales in this way, if so please share a video for me ;-)
I'm laughing so hard at the "dead body in the closet" scenario....It sounds so powerful...The problem is...How do you prospect to find such a buyer persona in a direct selling situation? (Gosh I love this content)
He is saying that hypothetically speaking. He is saying find a problem, and how you can bury it with your product. Whatever that may be, if your company buried bodies, find a solution to earn their business. If your company sales office supplies, find out how you can offer them a better level of customer service, and lower prices. Whatever their problem maybe, you need to be able to bury the other company.
Great ideas will. What would you do with a prospect where you've had a meeting and they've made lots of positive noises but raised a few concerns about terms in the contract. You address them in an email response and then they are super slow at getting back to you to say if they're happy to now move forward?
Hey Mark. I'd get them on the phone and ask "does it make sense to move forward with this today?". The answer is probably "no" and then you can drill down as to the specific issues in the contract. Email is for confirming meetings/sharing information. It's difficult to progress a sale through it.
Mark, jumping in as saw your question and this is a very common problem. I still sometimes face this, although a lot less than before! In such a stage of the sales cycle, you must communicate either over the phone or face to face. Email just won't cut it! Stalls are often the result of a root cause that you need to dig further to uncover. You cannot do that over the phone. Focus on organising a meeting with them. I would prioritise that over a call. If they don't respond, I have resorted to a cold visit. May seem drastic, but it works! Prepare to ask them the hard questions to understand why they are stalling., It could just be that they are fire-fighting internally and nothing to do with you. But, you need to see them to uncover what is going on. Hope this helps and I am sure Will has some great ideas too.
I honestly hadn’t thought of a specific example, yet. I was just proposing it because I’ve listened to Chris Voss’s interviews and his book. In this case, if you ask what you’ve proposed, and they say, “Yes,” then what? Now they feel like they have to close because you led them there. If you ask them a no-oriented question that leads them to think about what they’ll lose if they don’t close, then you’ve given them the psychological security of being able to say “no” while also kicking in the Prospecting Theory concept that they’ll be more motivated to avoid loss. So, perhaps: “Does it make sense to let this opportunity to improve your sales and reduce your stress slip away?” Now, you’ve even made sure that they say “no” so you can get to the next question that starts the problem solving: “What needs to happen...?”
@@christopherus I understand. I only really go for a "no question" when I feel like all the momentum has been lost. I'd rather close with lots of "does it make sense to..." questions throughout the process to almost eliminate the need to go in with a heavier hitting question type.
You need to give a little more detail than that. What product? Who are you trying to get in front of? What's stopping you? Do you even need to be in person?
@@SalesmanPodcast Thank you for the response. I have a product I created in 2007 which I am trying to demonstrate to certain companies here in the Florida area. I created the product, but I'm not a salesman. Unfortunately I do not have the resources to hire an experienced salesperson so I will have to go at it myself. I feel that it needs to be demonstrated in person because I'd like to be able to show them how to use it because of its uniqueness. I have tried sending cold call messages to a few company representatives through LinkedIn, but never received a response. The companies are Disney, Sea World, Busch Gardens, Legoland, etc... It is a product that would be used by the park employees during their daily shifts.
What do you do to increase urgency in your own selling process?
Tips of create urgency on sales.
1) Really understand your potential customers pain point.
2) The potential customer thinks they can do it on their own. (Maybe from the sales person revealing too much and empowering the buyer).
3) Follow-up quicker.
4) Close more often.
🔥
Thanks for sharing a summary! That's a real help to #SalesNation!
Tips start at 2:07.
Hey Will, I have a question! You make a lot of great points here but could you take off the B2B and phone call selling skills and add more DIRECT sales skills in your future videos? I'm a sales professional in a Vendor style setting, at retail locations, storefronts, events, festivals, etc. So the skill of stoping and closing is a bit different then "step 3" here. Do you have any experience with creating sales in this way, if so please share a video for me ;-)
Lol using the perfect close..... works amazingly
Check out this podcast we did with the author of The Perfect Close here -czcams.com/video/9u2TYTGwI9M/video.html
I'm laughing so hard at the "dead body in the closet" scenario....It sounds so powerful...The problem is...How do you prospect to find such a buyer persona in a direct selling situation? (Gosh I love this content)
He is saying that hypothetically speaking. He is saying find a problem, and how you can bury it with your product. Whatever that may be, if your company buried bodies, find a solution to earn their business. If your company sales office supplies, find out how you can offer them a better level of customer service, and lower prices. Whatever their problem maybe, you need to be able to bury the other company.
Great ideas will. What would you do with a prospect where you've had a meeting and they've made lots of positive noises but raised a few concerns about terms in the contract. You address them in an email response and then they are super slow at getting back to you to say if they're happy to now move forward?
Hey Mark. I'd get them on the phone and ask "does it make sense to move forward with this today?".
The answer is probably "no" and then you can drill down as to the specific issues in the contract.
Email is for confirming meetings/sharing information. It's difficult to progress a sale through it.
@@SalesmanPodcast Thanks Will. Yes that is my experience definitely! I thought it was just my lack of skill/experience but maybe it's more the medium.
Mark, jumping in as saw your question and this is a very common problem. I still sometimes face this, although a lot less than before! In such a stage of the sales cycle, you must communicate either over the phone or face to face. Email just won't cut it! Stalls are often the result of a root cause that you need to dig further to uncover. You cannot do that over the phone. Focus on organising a meeting with them. I would prioritise that over a call. If they don't respond, I have resorted to a cold visit. May seem drastic, but it works! Prepare to ask them the hard questions to understand why they are stalling., It could just be that they are fire-fighting internally and nothing to do with you. But, you need to see them to uncover what is going on. Hope this helps and I am sure Will has some great ideas too.
What is a good product for a 15 year old like me to sell?
For #4, would it be inappropriate or impossible to work in a “no”-oriented question?
Give me an example/in context and I'll take a look.
I honestly hadn’t thought of a specific example, yet. I was just proposing it because I’ve listened to Chris Voss’s interviews and his book.
In this case, if you ask what you’ve proposed, and they say, “Yes,” then what? Now they feel like they have to close because you led them there.
If you ask them a no-oriented question that leads them to think about what they’ll lose if they don’t close, then you’ve given them the psychological security of being able to say “no” while also kicking in the Prospecting Theory concept that they’ll be more motivated to avoid loss.
So, perhaps: “Does it make sense to let this opportunity to improve your sales and reduce your stress slip away?”
Now, you’ve even made sure that they say “no” so you can get to the next question that starts the problem solving: “What needs to happen...?”
@@christopherus I understand. I only really go for a "no question" when I feel like all the momentum has been lost.
I'd rather close with lots of "does it make sense to..." questions throughout the process to almost eliminate the need to go in with a heavier hitting question type.
How can I make an appointment to show my product to large company in person?
You need to give a little more detail than that. What product? Who are you trying to get in front of? What's stopping you? Do you even need to be in person?
@@SalesmanPodcast Thank you for the response. I have a product I created in 2007 which I am trying to demonstrate to certain companies here in the Florida area. I created the product, but I'm not a salesman. Unfortunately I do not have the resources to hire an experienced salesperson so I will have to go at it myself. I feel that it needs to be demonstrated in person because I'd like to be able to show them how to use it because of its uniqueness.
I have tried sending cold call messages to a few company representatives through LinkedIn, but never received a response. The companies are Disney, Sea World, Busch Gardens, Legoland, etc...
It is a product that would be used by the park employees during their daily shifts.